VMware PEX Boot Camp - ExpressPod – A New Solution to Accelerate Sales in SMB
description
Transcript of VMware PEX Boot Camp - ExpressPod – A New Solution to Accelerate Sales in SMB
1NetApp Confidential - Internal Use Only
Delivering efficiency and simplicity to small and midsized IT
ExpressPod
IT Challenges for Growing Midsize Organizations
Supporting today’s business needs and limited
budgets
Environments are becoming complex and
expensive
Future needs are difficult to predict
Generalist staff battling
IT infrastructure complexity and
budget pressures
Small and midsize customers with up to 500 users
These businesses need simple, affordable IT solutions.
2
Transition from Application Silos to Virtualization
Reduced power, space and cooling requirements through better utilization of IT assets
Reduction in amount of storage needed to support your application environment
Reduced overhead with simplified, centralized management of applications
Cisco and NetApp can simplify your infrastructure via:
3
ExpressPod for Infrastructure Consolidation
Cisco Unified Computing System™ C-Series Servers
Cisco Nexus® 3000Series Switches
NetApp® FAS2200Series Storage
Features Simplifies deployment of IT resources
Cisco UCS® C220 M3 servers
Cisco Nexus 3048 switches
NetApp FAS2220 or FAS2240 storage
Physical and virtual resource management software
Implementation guide to facilitate deployment
Pretested by Cisco and NetApp with VMware vSphere® 5
Cooperative support model
Physical and virtual resource management
4
VMware®
Virtualization Platform
ExpressPod Management
Lower Cost …… Better User Experience
Virtual -VMware® vCenter™
VMwarevCenter
Physical - -CloupiaCUIC
5
ExpressPod™ supports integration with leading management platforms
ExpressPod and VMware vCenter deliver outstanding virtualization management to support your IT needs
ExpressPod has been tested with vCenter and Cloupia CUIC to deliver the broadest set of options for the vSphere environment
Entry Point to Unified Computing
• C-Series rack servers are building blocks of a unified computing environment
• Lower initial price point than blades
• UI/ management consistent with other UCS systems
Higher Performing Industry Standard Servers
• Intel Xeon Product family
• Multiple World Record Performance Benchmarks
Extended Memory Technology
• More memory = faster performance
• Memory investment protectionBenefits
as a Standalone
Server
Benefits integrated with
UCS
UCS C-Series: Real Rack Server Innovation
6
Nexus 3048 Platform
Hardware Features
– 1G / 100M / 10M dense 1RU platforms
– Forward and reverse airflows
– AC and DC power supply
– Ultra-low latency, wire-rate L2/L3
– Low-power consumption
Software Features
– Robust layer-2, layer-3 feature set
– VPC, PTP, CoPP
Customer Benefits / Differentiators
– Proven, feature-rich NX-OS
– Architecture identical to larger Nexus systems
– Proven, extensive validation
Nexus 3048 – 10M/100M/1G
7
Introducing the FAS2220 System
High Value, Competitive Price
Priced to fit any budget
Single or dual controllers plus disksin a compact 2U form factor
New Flash Pool capability leverages Flash technology to increase performance and reduce storage costs
3X performance of previous generation
All supported data protocols Included at no additional cost
Simplified management including latest OnCommand® System Manager
Clustered Data ONTAP® ready for future growth
Great value for smaller IT organizations
FAS2220
8
Powerful FAS2240 System
For Demanding Workloads, Without the Demanding Price
Powerful, Intel® dual core processorsand latest storage technologies
Flash Pool support increases key application performance and lowers storage costs
Built-in investment protection with flexible I/O and disk shelf conversion option
More software value and all supported data protocols included at no additional cost.
Simplified management: OnCommand® System Manager
Clustered Data ONTAP® ready for future growth
Exceptional price performance to meet growing needs
9
FAS2240-2FAS2240-4
VMware vSphere Essentials Kits for SMB
vSphere 5 EssentialsFor smaller environments
Essentials Essentials +
1 Make better use of existing infrastructure
2 Save time in managing infrastructure with vCenter central management
3Improve application availability with• vMotion (no planned downtime) • High Availability (business continuity)
4Protect business data with VMware Data Protection, vShield EndPoint and vSphere Replication
Benefits
10
Two ExpressPod Configurations
Cisco Nexus® 3048 Switches (2)
Cisco UCS® C220 M3 Servers (2)
NetApp® FAS2220 Storage
Small
Cisco Nexus 3048 Switches (2)
Cisco UCS C220 M3 Servers (4)
NetApp FAS2240 Storage
Medium
11
Simplify customer’s path to shared, virtualized IT
ExpressPod with VMware Delivers Real BenefitsAffordability
– Start with a low-cost, easy-to-deploy platform
Simplicity– Reduce complexity with efficient operations
and management
Efficient growth – With standardized environment to improve
predictability
Optimized IT – Through workload consolidation
Protection
– Protect applications by adding streamlined, cost-effective disaster recovery
E-mail DatabaseCollaboration
Content Mgmt
12
Implementation Guide for ExpressPod with VMware
ExpressPod™ is tested and documented by Cisco and NetApp with VMware vSphere® virtualization platform
Documented deployment process
– Deployment instructions
– Cabling diagrams
– Bill of materials
13
ExpressPod Support Model
Requires customers to have premium support agreement
ExpressPod is covered by Cooperative Support Model from Cisco, NetApp and VMware
Cooperative Support
Server
Network
Storage
Evolutionary support process
Streamlined response to support issues
Engineering and management interconnects
Joint collaboration tools and Unified Support Lab
Hypervisor
14
ExpressPod with VMware helps customers
Build cost-effective IT infrastructure
Simplify management and operations
Reduce risk by adding disaster recovery
Have confidence: tested, supported solution
15
Infrastructure Solution Portfolio
16
110 GbE,Clustered ONTAP, Non-distruptivescalability
2
Address new market segments and use cases with a simple, low-cost solution
Sol
utio
n C
ost
Capability
FlexPod®
ExpressPod
Comparing ExpressPod and FlexPod
17
FlexPod
VMware® Virtualization
Cisco Nexus 5k + Cisco UCS Fabric Interconnect
Cisco UCS B-/C-Series Server
FlexPod® Management Solution
FAS2240 / FAS32xx / FAS62xx
Enterprise-class solution for virtualization and cloud
Focus on strategic platform Existing IT staff Target: 500 users and above
FlexPod
ExpressPod™
Physical and Virtual Management
VMware Virtualization
Cisco Nexus® 3048
Cisco UCS® C220 M3
FAS2220 or FAS2240
Preconfigured for quick, easy deployment
Focus on simplicity and cost Limited IT staff Target: fewer than 500 users
ExpressPod
Key Points
1 Solution complementary, but distinct from FlexPod -- for mid-sized businesses (MSB)
2 Simple prescriptive configuration provides ease of deployment and management
3 Benefits of an enterprise solution but at a price and feature set suitable to midsize IT
18
19NetApp Confidential - Internal Use Only
ExpressPod For Partners
Why Sell ExpressPod with VMware?
Expand your addressable market with Cisco, NetApp, and VMware– Targets a new market segment– ExpressPod™ has a much lower acquisition cost
Shorten and simplify the sales cycle– Two configurations for flexibility– Easy to deploy
Fully tested and documented– Simplifies implementation and support
No additional partner investment– Joint Cisco® and NetApp® partners can sell ExpressPod– No certification or specialized technical skills required
20
Resources to help you sell
netappvmware.com or vmwarenetapp.com
https://fieldportal.netapp.com/sites/midsizepartners/
www.netapp.com
Channel Sales Playbook
ExpressPod Ordering Guide
Customer Presentations
Solution brief
Implementation Guide
Web Sites
Sales and Customer-
Facing Materials
Joint media / search / social program in AMER / EMEA (Feb’13)
Call Guides, Battle cards, and training (Feb’13)
Test Drive program on GRID (Apr’13)
Test Drive
Call Scripts
ExpressPod Campaign on Grid (Mar‘13)
Event Kit elements (Mar’13)
DemandGeneration
21
Channel Playbook
Interactive guide that consolidates all key selling assets into one place– Market opportunity
Target customers, value proposition and benefits
– Solution overview Program highlights and
differentiators
– Sales process Qualifying questions Objection handling Sales scenarios Competitive advantage Promotions
– Sales resources
Sales Resource
s
Guide Overview
Market Opportuni
ty
Solution Overview
Sales Process
22
Demand Generation Resources MenuDiscover Consider Decide
• Grid multitouch campaign (available through all three partner Grid sites)
• mConcierge Program (Cisco lead)
• E-mail copy blocks• Web banners
• S-I-B event kit (includes signage)
• Grid multitouch campaign (available through all three partner sites)
• mConcierge Program (Cisco lead)
• E-mail copy blocks
• Call guides (short and long versions)• S-I-B event kit (includes signage)• Grid multitouch campaign (available
through all three partner sites)• mConcierge Program (Cisco lead)
Sample of e-mail copy block
Sample of call guide (short version)
23
Joint VMware-NetApp “Test Drive” Program Overview
What is it?– Integrated program for awareness & demand gen allowing
prospects to experience VMware-NetApp combined solutions
– Co-funded campaign targeting net new SMB/MSB contacts
Why should you care– Air cover in the SMB/MSB space for VMware-NetApp
solutions
– Targeting 4.8K Test Drives over at least 9 months, passing qualified leads to joint partners
– Components include: media, search, and social; automated 3-touch nurture; and sales enablement tools
How can you benefit– Increase revenue and profits with leading virtualization
solutions from VMware and NetApp, options include: Virtualize servers and storage – NetApp FAS2200 Unified System &
VMware vSphere with Operations Management (vSOM) Std AK starting under $19K
Protect Applications – Second NetApp FAS2200 Unified System and data protection and disaster recovery software from NetApp & VMware vSphere with Operations Management (vSOM) Ent starting under $31K
Consolidation and Automation – ExpressPod solution from NetApp and Cisco with VMware vSOM Ent+ starting under $60K
24NetApp Confidential - Internal Use Only
Key Takeaways
3Increase sales velocity with two predefined configurations, tested with VMware vSphere® and fully supported by Cisco, NetApp, and VMware
Solution is complementary to but distinct from FlexPod®; for midsize customers with fewer than 500 users4
1Develop new sales opportunities with an integrated solution that offers a low price point and simple deployment
2 Help customers save money, simplify management, and enhance data protection with ExpressPod™ with VMware®
25
26NetApp Confidential - Internal Use Only